cigarette and coffee/tea negotiations --- I am always amazed by the power of a shared cigarette and coffee/tea negotiations. Fortunately (or sometimes unfortunately) I don't smoke but I always make sure I share a cup of coffee or tea with the interlocutors in the field, somehow this takes the edge of the frontline negotiations and even if we are not negotiating it builds a relationship for future negotiations. In Arab culture when you share a meal with someone you create a bond with them. Food/tea/coffee can be very powerful statements in frontline negotiations.

Source author: Marwa Shabbar marwashabbar@yahoo.com.au